Higher Ed & Government Vertical Sales Leader

About This Role

This position is responsible for driving sales growth of Carrier building solutions within selected enterprise accounts across the Government and Higher Education verticals. Leveraging Carrier's broad building systems portfolio-including HVAC, Services, Controls, and Digital solutions-the role partners closely with Carrier business units to accelerate growth.

The successful candidate will lead a team of 6-8 direct reports while directly engaging with senior-level Government and Higher Education customers, facilities and operations leaders, finance stakeholders, architects, consulting engineers, and contractors. This role emphasizes consultative selling, enterprise account strategy, and cross-business-unit collaboration to deliver integrated solutions and achieve aggressive growth objectives.

Key Responsibilities

• Develop long term relationships and build partnerships with the customer.

• Develop and execute strategic plans to drive growth of Carrier building systems, solutions, and services within Government and Higher Education enterprise accounts.

• Lead collaboration across Carrier business units to increase penetration and share of wallet.

• Build and lead a cross-business unit team to execute strategic growth initiatives.

• Operate with a high degree of ownership and accountability for achieving business plan and revenue growth objectives.

• Gain access to and influence senior decision-makers, including VP- and executive-level leaders in Facilities, Capital Planning, Operations, Sustainability, and Finance.

• Build and strengthen long-term relationships with Government agencies, public sector entities, universities, and higher education systems.

• Understand customer funding models, procurement processes, regulatory requirements, and long-term infrastructure priorities.

• Develop and execute enterprise account plans to expand Carrier's footprint and increase customer value.

• Drive and support strategic marketing initiatives within the Government and Higher Education verticals.

• Assess market opportunities, evaluate customer needs, and analyze competitor offerings.

• Identify and position Carrier solutions that address energy efficiency, sustainability, resiliency, lifecycle cost reduction, and compliance requirements.

• Deliver compelling Carrier value propositions aligned to public-sector and institutional priorities.

• Collaborate with Carrier engineering, services, and product management teams to develop and deliver integrated building solutions.

• Support solution development that addresses campus-wide systems, aging infrastructure modernization, decarbonization, and long-term asset performance.

• In addition to HVAC and controls solution sales, also grow the territory and accounts through the rental of portable HVAC solutions.

Basic Qualifications

• Bachelor's Degree

• 10+ Years of Sales and/or Business Development Experience within the HVAC or Building Systems Industry

• Ability to Travel up to 40% Domestically

Preferred Qualifications

• 5 Years of Experience managing direct reports.

• Demonstrated success selling HVAC or building solutions within Government and/or Higher Education markets

• Proven experience developing and managing large, complex public-sector or institutional enterprise accounts

• Ability to engage senior executives and influence long-term, strategic purchasing decisions

• Strong consultative selling skills with the ability to align technical solutions to customer outcomes

• Experience leading cross-functional, multi-business-unit teams to solve complex customer challenges

• Proven ability to influence and collaborate effectively across all organizational levels

• Highly organized with strong attention to detail and the ability to manage multiple priorities in a dynamic environment

• Excellent written and verbal communication skills with both technical and non-technical audiences

• Strong negotiation skills, including understanding of contractual, regulatory, and legal requirements

• Advanced proficiency in Microsoft Office (Excel, Word, PowerPoint)

Pay Range

The annual salary for this position is between $143,000.00 - $286,000.00 annually. Factors which may affect pay within this range include, but are not limited to, skills, education, experience, and other unique qualifications of the successful candidate.

Other Compensation

This position is entitled to short-term cash incentives, subject to plan requirements.

Benefits

Employees are eligible for benefits, including:

• Health Care Benefits: Medical, Dental, Vision; Wellness incentives

• Retirement Benefits

• Time off and Leave: Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation

• Disability: Short-term and long-term disability

• Life Insurance and Accidental Death and Dismemberment

• Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account

• Tuition Assistance

To learn more about our benefits offering, please click here . The specific benefits available to any employee may vary depending on state and local laws and eligibility factors, such as date of hire and the applicability of collective bargaining agreements.

Carrier EEO Statement and Accommodations Process

Carrier is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or veteran status or any other applicable state or federal protected class. Carrier provides affirmative action in employment for qualified individuals with a Disability and Protected Veterans in compliance with section 503 of Rehabilitation Act and the Vietnam Era Veterans' Readjustment Assistance Act.

If you require a reasonable accommodation to complete the application process, participate in an interview, or otherwise engage in the hiring process, please contact us at . We will make every effort to meet your needs in accordance with applicable laws.

Application Deadline

Applications will be accepted for at least 3 days from Job Posting Date: 1 April 2026